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Confidential© Equiteq 2016 equiteq.com
Growing equity, realizing value
Are you scaling smart
or scaling toward failure?
Confidential© Equiteq 2016 equiteq.com
Equiteq is the leading M&A firm focused exclusively on the
consulting sector
What w...
Confidential© Equiteq 2016 equiteq.com
Smart Scaling is ensuring business growth
translates into equity value growth
by av...
Confidential© Equiteq 2016 equiteq.com
Contents of today’s webinar
Running a growing
consulting firm
Which scaling option
...
Confidential© Equiteq 2016 equiteq.com
A successful consultancy is a growing consultancy
5
Aim to grow
What are you growin...
Confidential© Equiteq 2016 equiteq.com
What are buyers looking for?
6
Consistency and Pipeline01
Size02
Focus03
IP04
Confidential© Equiteq 2016 equiteq.com
Consistency and Pipeline
Consistent growth and a solid pipeline build confidence
an...
Confidential© Equiteq 2016 equiteq.com
Size
Buyers will consider a wide range of sizes, but on average
$30m is considered ...
Confidential© Equiteq 2016 equiteq.com
Focus
Generally buyers like focus in service, sector and geography to
make synergy ...
Confidential© Equiteq 2016 equiteq.com
IP
Buyers want IP they can leverage
10
Revenue
Generating
Proprietary
Methodologies...
Confidential© Equiteq 2016 equiteq.com
What scaling option is right for my firm?
11
Entering a new market?01
Developing IP...
Confidential© Equiteq 2016 equiteq.com
Entering a new market?
Can be high cost (financial and effort), but also
valuable i...
Confidential© Equiteq 2016 equiteq.com
Drives
Strategy
Intellectual Property
Leverage
Developing IP?
Leverageable IP align...
Confidential© Equiteq 2016 equiteq.com
Acquisition to drive growth?
Acquisition is a significant undertaking,
you must be ...
Confidential© Equiteq 2016 equiteq.com
Diversify my offering?
Wider propositions can bring additional client fees,
but bew...
Confidential© Equiteq 2016 equiteq.com
Key Takeaways
16
Smart Scaling
You can grow revenue and profits, and equity value
Y...
Confidential© Equiteq 2016 equiteq.com
More resources
17
A free source of information, advice and insight to
help you prep...
Confidential© Equiteq 2016 equiteq.com
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Are you scaling smart or scaling towards failure?

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You make decisions every day on the direction of your business, but while you work hard to scale your revenue, are you also scaling your equity value? Or could that value be eroding behind your back?

With so many strategic decisions and opportunities available, choosing the best one and when to take them can be difficult. Equity value can be eroded very quickly, after which it takes a long time to build back up, so you want to be as prepared as possible to avoid wrong turns along the way.

In these slides we share our knowledge on when and if you should be considering the following opportunities as part of your growth strategy:

- New market entry
- Leveraging IP
- Inorganic growth
- Diversification

View these slides to find out our advice on assessing the risks and rewards of your options.

Publié dans : Business
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Are you scaling smart or scaling towards failure?

  1. 1. Confidential© Equiteq 2016 equiteq.com Growing equity, realizing value Are you scaling smart or scaling toward failure?
  2. 2. Confidential© Equiteq 2016 equiteq.com Equiteq is the leading M&A firm focused exclusively on the consulting sector What we do for our clients Global presence and consulting industry credentials 2 Equity value realization Sale to a Strategic Buyer or Financial Investor Sell 50+ Deals Value creation and sale preparation Between 1 and 5 years ahead of a desired transaction Prepare 300+ Clients Why we’re different • Deep domain expertise in the Consulting sector • Add value and engage at any stage in the exit destination journey • Unique blend of consulting, corporate finance and investment banking skills NEW YORK LONDON SINGAPORE Established in 2004 Regular AMCF USA speaker 50 people across 4 continents Regular MCA UK speaker Clients in 27+ countries Widely published in industry media SYDNEY
  3. 3. Confidential© Equiteq 2016 equiteq.com Smart Scaling is ensuring business growth translates into equity value growth by avoiding mistakes and missteps
  4. 4. Confidential© Equiteq 2016 equiteq.com Contents of today’s webinar Running a growing consulting firm Which scaling option is right for my firm? Key Takeaways and Questions What buyers are looking for
  5. 5. Confidential© Equiteq 2016 equiteq.com A successful consultancy is a growing consultancy 5 Aim to grow What are you growing for? Dividends or Sale Consider what a buyer would think
  6. 6. Confidential© Equiteq 2016 equiteq.com What are buyers looking for? 6 Consistency and Pipeline01 Size02 Focus03 IP04
  7. 7. Confidential© Equiteq 2016 equiteq.com Consistency and Pipeline Consistent growth and a solid pipeline build confidence and reduce perceived risk for a buyer 7 PipelineConsistency - Revenue & Profit 2013 2014 2015 2016 2017 Revenue EBITDA How much work is ‘booked’? Time Significant proportion of booked work PipelineRevenue
  8. 8. Confidential© Equiteq 2016 equiteq.com Size Buyers will consider a wide range of sizes, but on average $30m is considered the optimum size 8 Source: Equiteq – The Global Consulting Mergers and Acquisitions Report 2016 Range of consulting deal values in 2015
  9. 9. Confidential© Equiteq 2016 equiteq.com Focus Generally buyers like focus in service, sector and geography to make synergy work 9 Service Focus Sector Focus Geographic Focus
  10. 10. Confidential© Equiteq 2016 equiteq.com IP Buyers want IP they can leverage 10 Revenue Generating Proprietary Methodologies Thought Leadership Benchmarking Data
  11. 11. Confidential© Equiteq 2016 equiteq.com What scaling option is right for my firm? 11 Entering a new market?01 Developing IP?02 Acquisition to drive growth?03 Diversify my offering?04
  12. 12. Confidential© Equiteq 2016 equiteq.com Entering a new market? Can be high cost (financial and effort), but also valuable in demonstrating scalability of model 12 Simple guide to focusing your sales efforts Current Clients Past Clients New Clients Focus of Sales Efforts High ←→ Low Understanding of Client Needs High ←→ Low Strength of Message Stronger ←→ Weaker Difficulty of Sale Easier ←→ Difficult Entering a new Industry Sector Entering a new Geographic Market New Markets
  13. 13. Confidential© Equiteq 2016 equiteq.com Drives Strategy Intellectual Property Leverage Developing IP? Leverageable IP aligned to your strategy is most valuable 13 Benchmarking Data Revenue Generating Proprietary Methodologies Thought Leadership Drives Resource Leverage Model
  14. 14. Confidential© Equiteq 2016 equiteq.com Acquisition to drive growth? Acquisition is a significant undertaking, you must be clear about the benefits and risks 14 Time Revenue Time Revenue Your Firm Target Firm Time Revenue Your Firm + Target Firm ? ? ? ?
  15. 15. Confidential© Equiteq 2016 equiteq.com Diversify my offering? Wider propositions can bring additional client fees, but beware of diluting your focus 15 Services Focus No. of Services Focus / Expertise / Credibility
  16. 16. Confidential© Equiteq 2016 equiteq.com Key Takeaways 16 Smart Scaling You can grow revenue and profits, and equity value You need to consider how a buyer will view your firm, when making decisions today that will affect your future Buyers like: Firms with critical mass Consistent performance Focused propositions, sectors and geographies Leverageable Intellectual Property
  17. 17. Confidential© Equiteq 2016 equiteq.com More resources 17 A free source of information, advice and insight to help you prepare and sell your consulting firm Join at equiteq.com/equiteq-edge
  18. 18. Confidential© Equiteq 2016 equiteq.com

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